Job Purpose: External business development expert with an allocated set of partners, responsible for the development of a defined specialist line of business. Key account management within specialist segments.
Responsibilities:
Responsible for owning/developing small to mid-sized customer accounts of moderate complexity under some supervision, for respective lines of business to win new business and maximize the potential of the account.
Responsible for increasing both customer loyalty and profitability by using full knowledge of assigned product/service line.
Responsible for growing Tech Data's share of wallet (market share) with the vendor.
Clear understanding of Tech Data's core value proposition and demonstrates ability to communicate with context to customer requirements.
Translates vendor objectives into actionable vendor business plan.
Specific large deal & pipeline engagement within a technology domain.
Driving the presence and profile of the vendor(s) internally within Tech Data and externally to customers.
Negotiate on deals and rebates.
Input into purchasing, sales and pricing policy.
Strategic input into vendor market propositions.
Support the development and execution of marketing plans alongside the Marketing Manager.
Works in strong collaboration with FSE.
Accurate and timely weekly forecasting and pipeline development.
Development of key channel relationships.
Key customer engagement.
Vendor operational, sales and marketing team engagement.
People management and development (where applicable).
Knowledge, Skills and Experience:
1-3 years working experience in the IT industry with channel and/or vendor at a business development level, ideally from a sales or product marketing background.
Bachelor's degree or equivalent experience from which comparable knowledge and job skills can be obtained.
Clear understanding of Tech Data's core value proposition and demonstrates ability to communicate with context to customer requirements.
Consistently applies qualification processes to assess business opportunity.
High energy with a positive "can-do" attitude, consistently able to deliver above expectations.
Excellent emotional intelligence able to connect strongly and influence decision making at a senior executive level (customers & vendors).
Self-motivator able to define and achieve clear individual, team and company priorities and execute autonomously.
Advanced knowledge of Tech Data's business practices and recognized as a Subject Matter Expert for responsible line of business/technology area(s).
Confident and informed decision making qualities and a proven negotiator.
Ability to establish and maintain positive relationships with internal and external business partners.
Strong communication skills, both oral and written.
An ability to stimulate others to successfully drive change, and absorb new ideas.
Skilled multi-level relationship builder able to operate in a matrix environment.
Strong orientation towards and experience in services and solution selling.
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